Associate Ecosystem Sales Manager - US

As an Associate Ecosystem Sales Manager for the North America region, you will help build and grow a high-impact partner ecosystem that helps GitLab customers adopt, implement, and expand their use of our DevSecOps platform. You will focus on strategic partners including hyperscalers (AWS and Google), system integrators, solution providers, and managed services partners, supporting joint solutions, go-to-market motions, and pipeline generation that contribute to measurable pipeline and services growth. In this role, you will act as a key connector between partners and GitLab's field sales organization, collaborating closely with account executives, area sales managers, and regional leadership to ensure partners are integrated throughout the sales cycle. You will support partner planning, from business plans and account mapping to governance and QBRs. In your first year, you're expected to strengthen the North America partner network, support repeatable joint motions, and consistently forecast and report on cloud-related ecosystem performance.

While we hire across North America, there is a strong preference for candidates based in the United States on the East or West Coast time zones to align with partner coverage and future public sector opportunities.

• Manage ecosystem partner initiatives across your territory, focusing on strategic relationships with hyperscalers (AWS and Google), system integrators, solution providers, and managed services partners to grow GitLab adoption.
• Drive first orders, new logos, NetARR, and adoption of GitLab's platform through partner co-sell motions, with your performance measured on partner-sourced and partner-influenced results.
• Design and execute joint business plans with key partners, including detailed partner account mapping, go-to-market strategies, and governance models that support pipeline creation and revenue growth.
• Drive partner-sourced and partner-influenced demand generation activities, ensuring strong alignment with regional sales priorities, ecosystem objectives, and partner performance goals.
• Lead cloud co-sell motions with hyperscalers (for example AWS, Google Cloud, and Microsoft Azure) in a partnership-based model rather than a pure resale/channel fulfillment role, including coordinating deal registration and marketplace listings to accelerate partner-influenced opportunities.
• Collaborate closely with GitLab Account Executives (AEs), Area Sales Managers (ASMs), and sales leadership to integrate partners throughout the sales cycle and support ecosystem sales performance in aligned territories.
• Build, maintain, and manage strong working relationships with the GitLab field sales organization so partners are positioned as a core extension of the sales motion.
• Coordinate and facilitate the involvement of GitLab team members, including sales leadership, support, and other cross-functional stakeholders, as needed to progress opportunities and meet sales targets and ecosystem sales objectives.
• Contribute to quarterly business reviews (QBRs) and annual planning within the Ecosystem organization, providing cloud-related weekly forecasts, progress updates, and insights on partner performance.
• Prepare and deliver partner-facing and internal presentations, territory plans, and reports that clearly communicate strategy, execution, and measurable outcomes for your ecosystem portfolio.

• Experience selling software development tools and/or application lifecycle management solutions via strategic partnerships, with a hunter mentality and a track record of meeting or exceeding sales targets for net-new business.
• Background working with hyperscalers such as Amazon Web Services, Google Cloud, and Microsoft Azure, and with system integrators, solution providers, and managed services partners across North America.
• Knowledge of the partner ecosystem and cloud market in the United States and Canada, with a strong, established network across key ecosystem partners.
• Track record building, managing, and growing partner ecosystems, including partner recruitment, joint solutions, and go-to-market activities.
• Experience with B2B software sales, ideally including open source environments and independent software vendors.
• Comfort leveraging AI tools (for example GitLab Duo and other generative AI assistants) to support your day-to-day work in an AI-focused environment.
• Effective written and verbal communication skills, with the ability to collaborate across sales, leadership, and partner organizations, constructively engage sales team members who may not be partner friendly, and remain calm under pressure.
• Ability to work in line with GitLab's values, use GitLab and Salesforce in daily work, and travel up to around 30 percent (primarily to partner sites as needed) while following company travel policies.
• Demonstrated commitment to diversity, inclusion, and belonging, shown through respectful collaboration with colleagues and partners of all genders and backgrounds, and an openness to transferable skills relevant to ecosystem sales, partner management, and software sales.
• Ability to thrive in a fast-changing, remote-first environment and adapt to constant pivots in priorities, processes, and go-to-market focus.

At GitLab, our Ecosystem Sales team is responsible for building, enabling, and growing a high-performing partner network that extends our AI-powered DevSecOps platform into the market. As an Associate Ecosystem Sales Manager, you'll be part of our distributed, all-remote team that works asynchronously across regions. You'll also work closely with our direct sales, marketing, and customer success teams to drive joint pipeline, NetARR, and services adoption through hyperscalers, system integrators, solution providers, and managed services partners. We focus on deepening strategic relationships with partners like AWS and Google and co-creating solutions and joint go-to-market motions. We also scale a repeatable ecosystem model in your territory while maintaining our vendor-neutral positioning with cloud providers.